CASE STUDY KC HiLiTES Turning a Remote Location into a Powerful Negotiating Strength Challenge A well-known aftermarket auto parts manufacturer, KC HiLiTES is located in Williams, AZ, about 35 miles west of Flagstaff. A decidedly rural town, Williams presents transportation disadvantages due to the lack of a major market within a few hours’ drive. Because of this, KC HiLiTES had always believed they were overpaying for shipping costs. Despite this fact, the company’s owner had established a strong relationship with both FedEx and UPS over the course of a more than 40-year business relationship.Solution What KC HiLiTES saw as a disadvantage—their remote location with few other businesses nearby—Reveel saw as a negotiating strength. Both FedEx and UPS had existing routes in the area,

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